CONTENTS
Preface: The Compelling Case for Face to Face
Introduction: The Eight Must-Have Skills for Strategic Connections
Why Put Face to Face Out Front?
1 Commit to a New Networker Identity
Strategic Connections: Explore Opportunities
The Nine Biggest Misconceptions About Networking
Activate Your Networker Identity
Strategic Connections: Raise Rainmakers
Networking in the Collaborative Culture
Put Some Purpose in Your Small Talk
Make the Most of Your Memberships
Strategic Connections: Link Up HR Leaders
4 Develop Trusting Relationships
Strategic Connections: Reach Out in the Community
Move Through the Six Stages of Trust
Next Steps: Consider the Risk and Value
Strategic Connections: Make Memberships Worthwhile
11 Tips for Avoiding Awkward Moments
Strategic Connections: Support Women’s Leadership
Talk: Get into Dialogues That Build and Sustain Relationships
Question: Ask Questions That Make People Stop and Think
Listen: Pay Attention to the Three Things That Are Important
Give: Offer Resources and Ideas That Signal You Want to Connect and Collaborate
Reconnect: Follow Through and Stay in Touch in Ways That Build Trust
Strategic Connections: Tell the Story
Strategic Connections: Respond to Marketplace Changes
Acting on the Three Principles
9 How to Develop and Support Your Network-Oriented Workplace
The Need for a Network-Oriented Workplace